SDR Training Portal
Investor qualification & deal release framework.
Invalid credentials. Please try again.
CAPSTAQ SDR TRAINING PORTAL
Training Videos
Complete all videos before your first call — watch in order
Mandatory: It is compulsory to create your account and use the Capstaq IRM App daily. Your activity, leads, and performance are all tracked through the app. Not using it means leads will not be assigned to you.
★ Mandatory
Video · 01
How to Create Account and Use Capstaq IRM App
Foundation
Video · 02
How to Login and Navigate the CRM
Foundation
Video · 03
Pipeline and Stages
Core Skill
Video · 04
How to Open and Call Leads
Core Skill
Video · 05
How to Send Deal Room Using Tags
Core Skill
Video · 06
How to Book an Appointment with Ken
Core Skill
Video · 07
How to Add Notes to Contact Profile After Every Call
Core Skill
Video · 08
How to Select the Right Contact Outcome After Every Call
Caller Script — Full Flow
Investor, this is __________ calling from Capstaq. The reason for the call — I saw you opted into one of our marketing campaigns, were you looking for general info or did you see a specific deal of ours?
Just so I get a feel for the type of investor I'm talking to, are you a real estate investor yourself personally or have you done these syndicated passive investments before? Great!
These are structured as 506 C reg D offerings. You have to be an accredited investor making 200k or more as an individual, 300k or more filing with a spouse, or a 1 million dollar net worth. Do you meet this criteria? Great!
Let's say you review the info and it makes perfect business sense — what is a comfortable dollar amount you would start a new relationship off with? (If they answer "not sure") Some investors start on the low end of a couple hundred thousand and on the high end of a few million, where do you see yourself? High end, low end or somewhere in the middle? Great.
(General info)
In 2013 Congress passed the JOBS Act. Part of the act created the space of crowdfunding. It's allowing us as a broader group of investors to privately fund larger assets through a private placement. The way these deals are structured, each deal is its own entity — when we go into contract we open an LLC, the LLC buys the asset, and you are named on the LLC as a % owner, so you have direct ownership of the asset. If we take out debt it's done on a non-recourse basis, meaning you the investor have no liabilities, God forbid we ever defaulted. Knock on wood, that has never happened. So it's basically the same thing you would do on your own — but everything is done for you. You're just reaping the financial and tax benefits from it. Now you couldn't have come in at a better time because we are actively raising money on a deal I feel will be one of the best this year so far.
(Go into deal specific info here)
The deal we are actively raising money for is located in Salem, OR — which is one of the hottest markets right now to invest in. The property is a Marriott branded Hotel, SpringHill Suites. It's going to be a total of 106 doors. The property is going to cash flow an average of 23% over the 5-year hold, starting in year 1 at 17% cash-on-cash distribution. We are looking to hold the property for no more than 5 years at a 33% IRR, with a 3 to 5 multiple — basically stating every million dollars that goes in, 3 to 5 million dollars comes out.
We create a deal room which will consist of all the due diligence we use as a basis to underwrite the investment. I'm going to email you this info. Please go through it to generate any questions you may have, and then I am going to schedule a follow-up call with the managing principal Ken Chapman, so he can go over all the info with you and make sure it's a good fit. Sounds good? Great!!
Ok, this email will most likely go to your spam and junk folder, so please keep an eye out for it. If you notice the emails are going to your spam and junk folder, please mark it as not spam so all our future deal flow goes to your inbox. With that being said, he has availability tomorrow at _____ — is that good? If not, what is the best time and day for him to get back to you? _____. All I ask is that you look over this info prior to that call so you have an understanding of the investment and the process itself. OK? Great!
Once again my name is ______, the firm is Capstaq. All I ask is that when my managing principal calls you back, you give him the same 5 minutes and open ear as you did today — and perhaps we do business. Fair enough?
Deal Sending Tags
Note: You must ensure the contact email is correct and valid before adding the tag or sending the deal room. Always confirm the email address with the lead before applying any tag.
Hilton & Marriott Development Pipeline — live subscription status, key metrics & SDR positioning intel.
Homewood Suites
Panama City Beach, FL · Hilton
35% Subscribed
✓ 1031 Eligible
Project Cost
$38.7M
Equity Required
$9.67M
Avg Cash-on-Cash
26%
Size
124 rooms · 102,867 SF
Under Development
Strong opportunity for 1031 investors seeking Florida coastal exposure.
Home2 / TRU Dual Brand
Spokane, WA · Hilton
30% Subscribed
Not 1031 Eligible
Project Cost
$29.3M
Equity Required
$7.33M
Avg Cash-on-Cash
35%
Size
153 rooms
Under Development
Highest projected performance ramp during years 2–5.
LivSmart by Marriott
Mobile, AL · Marriott
31% Subscribed
✓ 1031 Eligible
Project Cost
$15.85M
Equity Required
$3.96M
Avg Cash-on-Cash
30%
Size
105 rooms · 54,000 SF
Ready for Sitework
Lower entry point with strong yield profile.
SpringHill Suites
Salem, OR · Marriott
8% Subscribed
Project Cost
$26.16M
Equity Required
$7.84M
Avg Cash-on-Cash
23%
Size
106 rooms
Under Construction
May require repositioning in investor messaging due to lower subscription.
AC Marriott Hotel
New Orleans, LA · Marriott
11% Subscribed
Project Cost
$55.47M
Equity Required
$16.64M
Avg Cash-on-Cash
20%
Size
173 rooms
Under Construction
Institutional grade opportunity suited for larger allocation investors.
Homewood Suites
Goodyear, AZ · Hilton
50% Subscribed
✓ 1031 Eligible
Project Cost
$30.68M
Equity Required
$7.67M
Avg Cash-on-Cash
33%
Size
123 rooms
Under Development
One of the strongest current marketing angles based on traction and projected returns.
StudioRes Pipeline — Multiple Markets
Pre-development opportunities — earlier stage, higher upside, suited for more aggressive investors.
Titusville, FL
74% Subscribed
Salem, OR
60% Subscribed
Ruston, LA
60% Subscribed
Pearl, MS
45% Subscribed
Panama City, FL
34% Subscribed
Strategic Portfolio Observations
✦ Strongest Current Marketing Angles
Goodyear, AZ — 50% raised, strong projected returns
Spokane, WA — Highest projected average returns in portfolio
Mobile, AL — Lower equity requirement + 1031 eligibility
Titusville, FL — 74% filled, use scarcity angle with leads
⚠ Opportunities Requiring Stronger Positioning
SpringHill Suites – Salem, OR — Low subscription, lead with returns story
AC Marriott – New Orleans — Largest raise, slower capital formation, target institutional investors
Investor Segmentation Strategy
1031 Investors
Panama City Beach, FL
Mobile, AL
Goodyear, AZ
StudioRes Panama City, FL
Higher Yield / Aggressive Investors
Spokane, WA — 35% avg CoC
Goodyear, AZ — 33% avg CoC
LivSmart Mobile, AL — 30% avg CoC
Conservative / Institutional Investors
AC Marriott – New Orleans, LA
SpringHill Suites – Salem, OR
How to Access / View Leads Assigned to You
Use this process inside GoHighLevel to see only the leads assigned to you.
Step 1: Select Opportunities
From the left menu, click on Opportunities.
Step 2: Select "Hotel Deals-Callers" Pipeline
At the top, choose the "Hotel Deals-Callers" Pipeline from the pipeline dropdown.
Result: All Leads Assigned to You
Now, the Opportunities board will show only the leads where you are the owner.
Lead Management & Notes Taking
After Every Call
Update notes immediately in GHL. Capture experience, preferences, check size, personal context. Select correct contact outcome.
Daily Follow-Ups
Check Follow-Ups & New Leads. Prioritize hot leads.
Morning Check-In
"Today I can handle [X number] of leads."
Handling New Leads
If unable to work, inform team immediately.
CRM / Lead Notes
Examples of Good Lead Notes
Your notes should answer: Who is this person? What do they own? What did they say about check size and timing? What's next?
Example 1
Owns a ton of different LLCs — some are gas stations, some are liquor stores, some are retail restaurants, etc. He usually takes the profits from those entities and invests them into deals such as our offering so he is very interested. He said based on the deal he would invest as little as $100k but no more than $1 million. Asked for a callback at 12:30 EST on Monday, October 20th. This is 11:30 AM CST for him, as he is in Texas.
Example 2
He has a few other r.e. syndication investments and is a retired real estate broker. He has $50,000 invested into each of the others and said he can't see investing more than $50,000 in ours, seeing as that's what he has in the others already. He got the deal room and said he'd review it in 1-2 hours when he gets home but would like a call from a managing partner at 1:00 PM Eastern tomorrow (10/21).
Example 3
He owns a bunch of gas stations, some land and a big car wash but now that he's getting older, wants to get into more income producing commercial real estate instead of businesses. He is interested and received the deal room. He wants a callback at 2pm on Wednesday, 10/22. He might put a large chunk of money in if he likes the deal but he'd really have to like it because he prefers to invest in-state only.
What to Always Capture
What they own now
Profession / background
Check size range
Interest level (warm / hot)
Follow-up time & date
Any objections or concerns
How to Update Lead Info After Each Call
The system moves leads between stages based on your selections. Your job is to choose the right option so follow-ups happen automatically and the pipeline stays clean.
Contact Outcome
The Contact Outcome dropdown controls what happens to the lead after your call — which stage it moves to and when it will show up again for follow-up.
These are the options under Contact Outcome:
Not Interested (Stop follow-ups) — Lead moves to the Not Interested pipeline. No follow-ups will be created.
Interested — Busy (Follow-up in 1 day) — Lead moves to On Hold. System schedules a follow-up after 1 day.
No Answer — 1st Attempt (Follow-up in 1 day) — Lead moves to On Hold. Follow-up set for 1 day.
No Answer — 2nd Attempt (Follow-up in 2 days) — Lead stays On Hold. Follow-up set for 2 days.
No Answer — 3rd Attempt (Mark as Not Interested) — Lead moved to Not Interested pipeline (final).
Next Deal (Tag as Future Opportunity) — Lead tagged as Next Deal. Remains On Hold for future outreach.
Follow-up in 1 day — System reminds you in 1 day.
Follow-up in 2 days — System reminds you in 2 days.
Follow-up in 3 days — System reminds you in 3 days.
Follow-up in 7 days — System reminds you in 7 days.
After Every Call — Ensure These Fields Are Filled
Make sure the fields shown in the image below are completed after every call. This keeps the pipeline accurate and ensures the Managing Partners are fully prepped.
